From The Masters of Success Video Training Series
Featuring J Douglas Eddwards
Time management is a crucial skill for anyone looking to achieve success,
especially in the field of sales. While it may seem like a dull topic, mastering
the art of planning and setting goals, can make a significant difference in your
career. Let’s dive into some essential strategies for effective time management
with editor, David Jackson, The Sales Doctor.
Review your priorities, ask the question: what’s the best use of our time
right now? … Alan Lakein
Work Planning and Goals
One of the most common pitfalls for salespeople is the lack of proper work
planning. Planning your day. Many believe they can succeed on an ad-lib basis,
but the reality is that great salespeople are those who have their work
thoroughly organized. Waking up each morning without a clear plan can be
discouraging and unproductive. Instead, successful salespeople know exactly
where they need to be and what they need to do, often planning their
schedules weeks or even months in advance. A “TO DO” list is a great tool to
use.
The Importance of Numbers
Selling is fundamentally a numbers game. The more people you see, the more
sales you make. To achieve this, you need to have thoroughly planned days.The “Manyana syndrome,” or the tendency to procrastinate, is a common issue
among salespeople. However, to become a successful salesperson, you need to
make every day happen by planning it meticulously. The more activities you
do, the more outcomes you will achieve
The Path to Success
Becoming a millionaire doesn’t happen overnight. It starts with becoming a
“thousandnaire,” then a “hundred thousandnaire,” and eventually a
millionaire. This gradual growth is essential, and it all begins with daily
planning. Success is the sum of daily achievements, and each day should be
approached with a clear plan and purpose.
4 Segments for Success
To be a professional and successful salesperson, there are four essential
segments to every single day:

To find more sales you need to improve your skills. You need to
internalise at least 20 different closing skills and be able to use them in
combination when you need them. The more closes you know, the more
confident you become.
Check out www.thesalesdoctor.com.au … eBooks … 20 BEST
CLOSING SKILLS. A real deal maker.

Establishing New Inventory: Dedicate a specific period each day to
create a new inventory of prospects. This ensures you always have new
people to call on and prevents the cycle of running out of prospects.

Turning Over Current Inventory: Every day, work on your current
inventory of potential buyers. This involves contacting, qualifying,
making presentations, and attempting to close deals. Consistently
working on your inventory is key to maintaining a steady flow of sales.
My favourite source of customer inventory was the old owners who had
previously purchased our product. These people are seldom called for
future sales. I became the master of following up with a doubling of my
closing ratio with these people

Building Additional Skills: Allocate time each day to improve your skills.
Just like athletes warm up before a game, salespeople need to
continuously hone their abilities to stay at the top of their game.Conclusion
Effective time management is not just about planning your day but also
about setting realistic goals and working towards them consistently. By
dedicating time to establish new prospects, working on current leads, and
improving your skills, you can achieve success in sales and beyond.
Remember, success is built one day at a time, and with proper planning,
you can make each day count.
Time can’t be managed. But what can be managed are our activities and
how we spend time. And all the experts agree… Managing our activities
begins with planning. So, by knowing what’s important for us – planning our
work and working our plan- we become wise time managers.
“Plan your work for today and every day, and then work your plan”
Norman Vincent Peale